The questions that need answering are:

  1. Compare and contrast MDF wit off-invoice deals. How are the objectives of the two different?
  1. does MDF offer a more effective trade promotion alternative to off-invoice? Why or why not?
  1. If Reynolds were to fully implement MDF, how should Rosser go about obtaining retailer support? Is retailer support even necessary?
  1. How should Rosser manage the transition of trade deal responsibility from the marketing department to the sales department?

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